What’s the sweetest sound someone can hear (other than a baby cooing)?
Their own name, of course!
Sound simple, don’t it? I know, that wasn’t proper grammar and I know my Mom (who used to teach English) wouldn’t approve. However…
Virtually every person on the world likes to hear or read their name. But it’s surprising how many sales people neglect to spell or pronounce their prospect’s names correctly. Allow me to share a personal example…
I have been called and had emails, letters or other correspondence addressed to: Kelly, Kevin, Terry, Kelvin and Kellie and variations of my last name include; Robinson, Roberston, and Roberts.
I have received countless letters addressed to Ms. Robertson even though I have spoken directly to the company employee and that person knows I’m not a woman. Most recently is an insurance claim where all the correspondence is directed to Ms. Kelley Robertson even though the name on the account is Mr. Kelley Robertson. This is AFTER speaking directly to my adjuster and asking her to make the correction!
It’s easy to misspell someone’s name. Most people don’t double-check their work or they make assumptions about how a particular name is spelled.
By now you’re probably wondering why I’m writing a blog post on this topic and how it relates to sales and selling. Bear with me, I’m getting there…
In today’s highly competitive world it can be difficult to stand out from the competition. However, one way to stand out in a negative way is to get your prospect’s name wrong or to misspell it in your communication. It doesn’t matter if it’s an email, a letter, or a postcard. Every time you spell a prospect’s name wrong you lose credibility.
This also applies to telephone prospecting. We have all had to call people whose name could have several pronunciations. A suggestion is to call that person when you are sure he or she won’t pick up the telephone. Listen to their voice mail greeting or use the company directory; in many cases, the automated attendant will state the prospect’s name and combined with their voice mail greeting you can hear exactly how to pronounce that person’s name.
Will this help you close a deal?
But, it will prevent you from embarrassing yourself and making a small, but costly mistake.
Let’s face it, sales people need every advantage they can get. If you aren’t paying attention to your accuracy and how you address correspondence to your prospects (and customers) you make it easier for your competition to gain a foothold and edge past you.
Take the time and get your prospect’s name right!
7 comments on ““It’s MY Name Dammit!””
Pingback: 11 Things Sales People Do That Irk Decision Makers | Fearless Selling Blog
Pingback: 8 Ways to Butcher a Telephone Sales Call | Fearless Selling Blog ~ Increase Your Sales
Pingback: Improving Employee Engagement and Retention | Love Your Customers